Log In | Become a Member | Contact Us


Market Intelligence for Printing and Publishing

Connect on Twitter | Facebook | LinkedIn

Featured:     Hunkeler Innovationdays     Industrial Print Analysis     European Coverage     Production Inkjet Analysis

Consolidated Graphics Gives Their Staff IT Confidence

Published on November 3, 2011

Cliff Hollingsworth, Vice President of Workflow Systems for Consolidated Graphics, shares how CGX alleviates customer's concerns in securing their data.

I'm Cliff Hollingsworth, vice president of workflow systems for Consolidated Graphics.  I don’t live in Houston.  I'm housed out of one of our sister companies, Keys Printing in Greenville, South Carolina.  One of the things that—especially in the digital space where we talk about solution sales and digital sales and data driven print and those kinds of things, one of the shortcomings that a lot of us talk about, especially as managers, owners or whatever is the shortcoming of some of our sales people and the struggles that sales people have, the fears they have about talking about data or solutions, so what we have done and done pretty successfully in several of our companies is team selling.  

Sometimes, to be honest with you, it’s kind of scary to take a DBA or an IT guy into a customer’s office and talk and have them actually interact with the public, but part of it’s training, part of it’s comfort and it helps a lot to have the IT expert go with us on calls and sit in on the strategy meetings, so they can actually see, hear and feel what the end result the client’s experience is the client is wanting to achieve and I think sometimes developers and IT people work in a vacuum and when we’re trying to scope out a project or kind of be the voice of the customer to them they’ll build what they hear us say and sometimes it doesn’t work out the way the customer wanted it to, so putting them in front of the customer sometimes is uncomfortable for them, but if you start them early on in the beginning it really makes for a nice team approach.

Now as far as cloud computing and data driven print goes at CGX we do have a datacenter, so I guess we technically have our own cloud so to speak and we host a lot of VI capabilities inside the datacenter that our companies can take advantage of if they choose and those are hosted and managed, maintained, upgraded, whatever at the corporate level and the services are made available to the operating companies off their desktops.  So we actually are seeing a big increase in that.  We have in-house training with our vendors for that where we bring in all of our operators into one of our facilities and we have a three-day intensive and just kind of update experience and networking and things like that, so IT is—in the context of print on demand you really can’t leave out IT and if you’re out in the field trying to sell solutions and provide solutions to your clients they have to be involved and I prefer and I think a lot of us prefer to have IT sitting at the table with us hearing the voice of the customer from their mouth.

Email Icon Email         

 

Post a Comment

To post a comment Log In or Become a Member, doing so is simple and free

 

 

Recent Videos

 

Video preview: New Software Technology Introduced to a Printer

New Software Technology Introduced to a Printer

Published: March 30, 2017

When new technology is introduced into a printer the success of it really depends on how your people engage (or don't engage) with the software. The success is way more dependent on your team than it is on vendor. You have to learn the software and then strategically apply it to your business.

 

Video preview: RPIprint Achieves Near-Touchless Order-to-Delivery Process with Workflow Automation

RPIprint Achieves Near-Touchless Order-to-Delivery Process with Workflow Automation

Published: March 29, 2017

Bryan Constable, Director of Engineering for Seattle-based RPIprint, explains the company's workflow automation strategy, incorporating RPI and partner manufacturing into a seamless, almost completely touchless, order-to-delivery process with a homegrown Order entry/workflow/MIS solution. He also talks about the future of the company's homegrown solution.

 

Video preview: Xeikon introduces their first UV Inkjet Label Production Printer

Xeikon introduces their first UV Inkjet Label Production Printer

Published: March 28, 2017

Xeikon was one of the earliest entrants into digital label printing with their electrophotographic dry toner based production systems. Since that time, others have entered the market with a variety of electrophotographic and inkjet technologies and products. Xeikon is now ready to take their expertise in label production systems to the next level with their first UV inkjet production printer offering.

 

Video preview: Guy Gecht on the State of the Inkjet Business

Guy Gecht on the State of the Inkjet Business

Published: March 27, 2017

Guy Gecht, EFI's CEO, discusses the state of the inkjet business, from signs and displays to packaging, building materials and textiles. He outlines the opportunities for printing businesses these emerging applications present. He points out that inkjet printers are opening the door to a plethora of specialty applications that can fuel business growth.

 

Video preview: Global Graphics: Working to Support Industry Efficiency

Global Graphics: Working to Support Industry Efficiency

Published: March 27, 2017

Martin Bailey, CTO of Global Graphics, shares information the initiatives the company has underway to better support manufacturers of inkjet presses during the development process, as well as the company's role in conducting interoperability events around the launch of PDF 2.0 to ease its entry into the market.

 

Video preview: CalPoly Students Create Book about Printing Pioneer Michael Bruno

CalPoly Students Create Book about Printing Pioneer Michael Bruno

Published: March 24, 2017

Frank’s class at Cal Poly produced a 300-page book on the life and work of printing pioneer Michael Bruno. Mike was one of the major researchers who made offset lithography a viable process.

 

View More Videos

 

Become a Member

Join the thousands of printing executives who are already part of the WhatTheyThink Community.

Copyright © 2017 WhatTheyThink. All Rights Reserved